Human Resources Management Commons^™

The Curvilinear And Conditional Effects Of Product Line Breadth On Salesperson Performance, Role Stress, And Job Satisfaction, Jeff Johnson, Ravipreet S. Sohi

Department of Marketing: Faculty Publications

The impact of how product line breadth affects a salesperson is unclear in the existing literature. While numerous product lines can provide certain benefits to the salesperson, they may also have a dark side. This research examines the impact of number product lines handled by the salespeople on their performance, role stress, and job satisfaction. Based on role and schema theories, we test a series of curvilinear and conditional effects, using data collected from salespeople across multiple industries. Our analysis indicates non-linear relationships between number of product lines handled by the salesperson and salesperson performance and role stress. Further, these …